During the project period, the following work was performed split into three categories:
1. Key Account Management:
- Establishing contact to the successful SME client eligible for KAM process: In the Horizon 2020 SME Instrument beneficiaries - Phase 1 - Cut-off date 18/06/2014 only 1 SME from the BW-KAM region Baden-Wuerttemberg was successful to win a proposal: The SME “Amorph Systems” from Stuttgart and their project proposal “AERFOR - Proactive Passenger Flow Management for Airports with an Advanced Forecasting System” in “Greener and more integrated transport”. They were provided with the following KAM service
- Explanation of the process and requirements from the company (in telephone conversations and a workshop at the company)
- Engaging the company for the coaching phase of the project
- Implementation of needs analysis via the innovation audit performed by senior staff with relevant company stakeholders
- Specification of coaching requirements
- Validation of coaching requirements
- Presentation of coaching alternatives
- Identification and selection of best-matched coach
- Agreement on time-frame for coaching process
- Formalise coaching contract with the company, the coach and the EASME
- Follow up of coaching process with the company
Main results achieved:
- Successful SME Instrument client company contacted and engaged in KAM process (1 KAM case study initiated, not yet completed)
- Workshop and needs analysis carried out with company
- Successful identification of coach and coaching contract formalised
- Coaching process entered to EASME Case Tracker
2. Enhancing Innovation Management Capacity
- Process for the ranking and selection of SME initiated and implemented
- Contact to highest-ranked companies established
- EIMC process, commitment (from the SME and SEZ) and expected result of process introduced and explained
- Innovation/needs analysis carried out
- Action plan and recommendations created and documented in individual action plans for SMEs
- Action plan and planned implementation agreed with clients
- Implementation of coaching plan (some initiated and completed, some initiated and are due for completion in 2015)
- Continuous feedback between SEZ and SME client installed
Main results
- Standardised process for identifying and ranking potential clients installed
- Highest-ranked companies contacted and, depending on available time resources, recruited for the EIMC process (19 EIMC cases)
- Workshop and needs analysis carried out with company
- Successful identification of coach and coaching contract formalised
- Implementation of coaching plan for all EIMC cases
3. Peer-to-peer learning and on-the-job training
- Installation of regular meetings for knowledge exchange
- Good practice and experience exchange between senior and junior colleagues (including the development of “service portfolio guides” (“How to …”) on different services and expertise available in the team (i.e. specialists on IPR issues, project management or exploitation)
- Creation of standardised documents providing information about the project, KAM and EIMC services (flyer, one-page service presentations)
Main Results
- Regular meetings (physical and by telephone) installed
- Participation at regular meetings of senior staff and juniors to ensure knowledge transfer and exchange of experience
- Service portfolio guides created (to be updated and extended during the new project period)
- Experience collected for the initiation of new KAM cases in 2015 as companies successfully apply for the SME Instrument
